Who doesn’t want to schedule more meetings from their cold calls? Your performance on cold calls can be the difference between hitting your goals or falling short of your target. You can work as best you can to get past the gatekeeper and perfect your pitch, but one of the most crucial aspects of a […]
In B2B sales, selling into the C suite can be one of the most challenging, and the most rewarding strategies. Time with the C-level executives can result in a massive deal, but making and maintaining contact with them is incredibly difficult. You are constantly stopped by gatekeepers, calls go unanswered, and messages are never returned. […]
How do you transition from a sales development role to an Account Executive role? This is likely the question of hundreds of SDRs or BDRs who are looking to move their career forward. Many likely have ambitions of becoming a sales leader, manager, or even starting their own business. But, at this stage of the […]
Top performing salespeople that improve faster than the rest in their phone sales skills do things a little bit differently. They find ways to coach themselves to success, and they learn the secrets to quickly identify and eliminate bad habits that turn off prospects. The evolution of call recording products has enabled salespeople to do […]
It happens to everyone, yet it seems to come without warning. You can be hitting goal after goal, crushing quota every quarter, then it suddenly seems to stop. The road gets bumpy, you lose speed, and everything seems a little bit harder. Maybe this was brought on by a recent change in companies, change in […]
Do you wish you had more time each month to hit your targets? Most Sales Development Reps (SDRs) would agree that time is one of their biggest challenges. According to Ralph Barsi, two of the five barriers that block reps from hitting sales quotas are lack of focus and inactivity. It’s not surprising with the […]
In their 2018 buyer preferences study, CSO Insights found that salespeople ranked ninth out of the top ten ways buyers prefer to solve their business problems. “Vendor salespeople” placed below websites, peers, social networking groups, and web searches. In fact, only 23 percent of buyers named salespeople as one of their top three resources. This […]
Just because a lead has been qualified, it doesn’t mean they are going to become a customer. Although it varies by industry, research has shown that only 20-30% of sales qualified leads (SQLs) close. That means that there are many prospects that fall out of the funnel during your sales process. It’s just as well, […]
It’s not uncommon for star sales reps to be promoted or otherwise move into sales management. Unfortunately, top salespeople aren’t necessarily the best sales managers. The sales manager is a critical role, and you must select the right person for it. If the wrong individual is chosen, there may be significant costs to your organization. […]
At ringDNA, we spend a lot of time with inside sales, sales development, and business development teams. Our product is core to their success, so we invest in these teams by listening to their problems, needs, and goals, and then maximizing their benefit from our solution. We keep a close watch on the trends across […]
On average, sales development reps (SDRs) must make 9.1 sales calls before they connect with a lead. Each connection is valuable, and a lot needs to happen in those first crucial moments of cold calling: The SDR must do some relating, and get the prospect to like them. The SDR needs to effectively communicate value […]
What is a lead qualification framework and why is it important? We all have to make decisions. Some of these are easier than others. When it comes time to make a decision, whether it’s what shirt to purchase, if we should go to that expensive restaurant, if we should splurge on a new TV, or […]